Business Value Consultant

| Boston, MA | Remote
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About Drift 

Drift is the Revenue Acceleration platform that uses Conversational Marketing and Conversational Sales to help companies grow revenue and increase customer lifetime value, faster. More than 50,000 businesses use Drift to align sales and marketing on a single platform to deliver a unified customer experience where people are free to have a conversation with a business at any time, on their terms. Our mission is to use conversations to make business buying frictionless, more enjoyable, and more human

About the Team

The Drift business value consulting (BVC) function is primarily a customer facing team, that collaborates with prospects and customers to define, forecast and communicate the business value of partnering with Drift.  The team also works with the internal Drift teams to provide customer feedback and infuse business value [and solution selling] in our go-to-market approach, aiming to improve the productivity of our sales teams and GTM operation. 

The business value consultant is an expert in helping customers and prospects understand our Revenue Acceleration technology and solutions and how they translate into relevant business outcomes and value.  The trademark of the BVC will be world class execution and maniacal focus on the customer.  

What You Will Be Doing:

Delivering for our Customers

  • The BVC team executes business value assessments (BVAs) or ‘Revenue Acceleration Assessments’ which include our Product ROI and TCO exercises. These include: 
    • Objective Gathering - Partner with the customer and the sales and solutions teams to understand the strategic initiatives within the company, and how that translates to the work of the functional areas Revenue Acceleration will impact.
    • Strategy Development - Define the areas of impact, and specify the technology, personnel, and conversational experiences required to maximize impact. 
    • Performance Analysis - Translate the strategy into a forecast of measurable return on investment and total cost of ownership.  Specify the value drivers and their distinct impact on the business. 
    • Executive Business Case - Prepare and deliver presentations for C-level executives for the purpose of securing budget appropriations.  

Building for Scale

  • The BVC team will drive a continuous improvement motion around the tools, practices, assets and collateral deployed by the team.  
  • The team will engage in a regular review of our actions and their effectiveness in driving business outcomes for Drift, including root cause analysis and improvements aimed towards optimizing the experience for the client and the results.

Sales Productivity

  • The BVC team will evangelize the value stories and outcomes that Drift drives for our clients, and help develop assets the entire organization can use to support effective solution selling.
  • This includes partnership with sales enablement and product marketing, as well as the teams in sales, onboarding, customers success and account management. 

What Type of Skills You Will Need

  • 5-7+ years of experience in management consulting, value consulting, value engineering, financial/investment analysis or other applicable roles.
  • Demonstrated command of go-to-market best practices for large enterprises.
  • Experience leading through digital transformation initiatives within marketing and sales teams.
  • Executive presence while collaborating with and successfully influencing leaders to invest.
  • Strong verbal and written communication of qualitative and quantitative business cases.
  • Deep experience in financial analysis and modeling of ROI and TCO concepts to justify business cases.
  • Innate curiosity to investigate business processes and evaluate the possibility of new business models.
  • Strong facilitation skills, to encourage clear articulation of the business issues and effective solution design by the relevant players.
  • Experience with enterprise cloud solutions, particularly the marketing and sales tech stacks.

Drift is committed to being an equal opportunity employer. 

We know that applying for a new job can be intimidating. But guess what? At Drift, there is no such thing as a “ideal candidate.” We believe in the power of teamwork -- and in the desire to learn something new every day. We believe in hiring people, not just skills. Take it from our CEO

If this sounds like a company you would like to join and a role you would thrive in, please don’t hold back from applying! Whatever skills you bring to the table or background you’re coming from, we welcome you to start a conversation with us. We need your unique perspective for our continued innovation and success. We’re looking forward to learning more about you!

Drift is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance or accommodations due to a disability, please let us know at [email protected] #LI-REMOTE #LI-BK


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Technology we use

  • Engineering
  • Product
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • SqlLanguages
    • AngularJSFrameworks
    • DjangoFrameworks
    • Node.jsFrameworks
    • MySQLDatabases
    • PostgreSQLDatabases
    • RedisDatabases
    • SketchDesign
    • ConfluenceManagement
    • JIRAManagement

An Insider's view of Drift

What are some social events your company does?

Every summer we take a few days as a team and head to Western Massachusetts for Camp Drift! Camp is an amazing weekend where we take a moment to celebrate what we have accomplished, and set goals for the coming year.

Lacey

Public Relations

How do you collaborate with other teams in the company?

I feel really lucky because I get to work with the Sales, Customer Success, Product, and Ops team on a regular basis. We say "One team, one dream" un-ironically and are always willing to hop into anything that benefits the customer.

Sara

Conversational Marketing Specialist

What makes someone successful on your team?

Our leadership principles are the core of who we are and how we operate every day. Bringing these in to your actions, decisions, and how you deliver results is the surest way to be successful here. Walk the talk. Focus on the customer. Deliver results every single day.

Kari

Director of Learning and Development

What is your vision for the company?

Today, all of our lives run in real-time. As a result, our expectations for how we communicate with businesses have changed: we expect answers in real-time too. Customers have all of the power today, and that’s why we put a premium on how we’re treated. Businesses need to adapt to this shift in order to thrive today, and that’s what we focus on.

David

CEO, Co-Founder

What’s the vibe like in the office?

High-energy! From sales, to marketing, to customer success and beyond everyone rallies around one common goal which is putting the customer first. End of month is always exciting for this reason.

Amanda

Customer Success Manager

What are Drift Perks + Benefits

Drift Benefits Overview

Our employees are our greatest asset. To take care of you and your family we offer an extensive employee benefit plan. On top of comprehensive health, dental, and vision plans, we also offer generous PTO, parental leave for primary and secondary caregivers, 401K matching, wellness perks and discounts, free lunch, snacks and coffee every day, the Drift book club (one free book of your choosing a month!), a mentor series, and more.

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Intracompany committees
We hold two all-hands meetings a week - Monday Metrics where we align on goals for the week, and Show and Tell where someone from each department presents a project they're working on.
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Diversity Employee Resource Groups
At Drift we have eight different Employee Resource Groups for people of similar backgrounds or interests to promote inclusion.
Hiring Practices that Promote Diversity
We have a recruiter devoted to diversity sourcing to help us reach our diversity related hiring goals.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Team workouts
Every other week Inner City Weightlifting comes to the office to teach a fitness class to Drift employees.
Mental Health Benefits
We offer all employees a free subscription to the Headspace meditation app, employee-led yoga and meditation breaks, and have an Employee Resource Group that focuses on mental well-being
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Match charitable contributions
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Return-to-work program post parental leave
Company sponsored family events
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
We have unlimited vacation time, which includes sick days, paid holidays, etc.
Paid Volunteer Time
Sabbatical
After working at Drift for three years, all Drift employees are eligible for a month-long sabbatical.
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Company Outings
Stocked Kitchen
Our Conversation Spaces are all fully stocked with snacks and drinks for the employees who decide to utilize the spaces.
Happy Hours
Recreational Clubs
Fitness Subsidies
Home Office Stipend for Remote Employees
We offer a home office stipend to all employees, as well as a $100 credit each month towards internet, office supplies, etc.
Professional Development Benefits
Diversity Program
Lunch and learns
Promote from within
Mentorship program
Customized development tracks
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